Key Account Manager

The Key Account Manager, WUCs/WFM, will be accountable for defining the growth strategy of select strategic Customers including leadership of the WUCs and WFM account initiatives to maintain existing revenue and support targeted growth of $100 million revenue.

The successful candidate must possess the ability to think strategically, have a proven track record of complex commercial account management and demonstrate progressive thinking to anticipate the impact of changes in the competitive landscape (including macro market factors) and the supply chain. This role will be responsible for influencing decisions related to WUCs (Wet Used Chopstrand) and WFM that involve high visibility to the Global NW leadership team.

Strong leadership (through influence and cross functionally), business acumen, value selling, and marketing for growth and sales will be essential for the successful managing the WUCs/WFM strategy. Strong planning & organizing skills, the ability to communicate effectively, build relationships and work well in a highly matrixed organization are essential. 

This role is part of the NW commercial strategy reporting to the Sales leader, working closely with SM product manager and SM commercial excellence.

1. Knowing Our Customers (Driving Business Growth through deep customer knowledge and market understanding)

• Continuously builds an intimate insight and knowledge of business segment(s), key accounts and distribution customers to do what is necessary for the customer to be successful and ensure value for our current and future products, programs and processes.
• Quantify and understand the market drivers and competitive pressures at play balancing short term and long term dynamics that fit the business strategy.
• Critical to the role is establishing and maintaining senior-level relationships with all customers and specifically key accounts.
• Develops broad corporate/executive customer relationships key accounts

Metrics

• Achievement of customer action plans, inspired through the Customer Discovery process
• Sales revenue, gross margin, gross margin per unit, gross margin %
• Sales and share attainment versus strategic targets and key account plans
• Performance versus plan, performance versus market
• Customer feedback through direct feedback and survey (NPS scores)

2. Development of Strategy

        The Commercial Leader will provide the following insights:

• An environmental analysis that includes:
  • Economic impacts

• • Market trends
  • Competitor intelligence and strategies
  • Clear needs of the customer and the customer’s strategy
• The un-met needs of key accounts and the market as identified by the organization and the resultant opportunity for the business segments (s) of Owens Corning
• An analysis of the competition which identifies competitive advantages, disadvantages and company strengths and weaknesses. (understanding of why the customer is buying from the competition.)
• An analysis of external and execution risks and their potential impact on business segment results and the definition of a mitigation plan which addresses the risks with identified actions
• The resources needed and investments required for the business plan, including organization structure and people requirements.
   

Metrics

• Market share goal
• Revenue & margin growth goal
• Price/Volume/Mix performance

3. Executing Strategy

• Communicates with all key accounts, so they know our strategic plans, to position market conditions, build trust and operating integrity in our business relationships.
• Consistently drives marketing and customer programs to improve cost structure at all levels.
• Demonstrates ability to design selling programs, with an outside in perspective, to drive OC and customer profitability. 
• Communicates and inspires the sales organization to deliver the strategic objectives and supporting goals of the key accounts
• Coaches and educate the organization to execute the customer sales and execution strategy.
   

Metrics

• Measured progress to achieve:
  • Gross margin (per unit and %)
  • Revenue delivery and growth
  • Market share and expectations

4. Operational Performance (Maximize profitability in any market condition)

• Develops, communicates and leads annual sales plan for each customer consistent with near-term requirements for financial and non-financial performance and long-term strategic requirements, driving accountability throughout the sales organization. 
• Capitalizes on the value provided by our company through robust price/mix management.
• Monitors market data and customer feedback to collect and synthesize changes in market conditions and/or competitive behavior.
• Utilizes business and management reviews and continuous commercial oversight to respond to the external conditions at that time and drive business performance.
• Contributes to an effective forecasting and pricing processes
• Mentoring talent for maximum impact on results and growth/development.
• Establishes clear and appropriate operating authority on critical performance drivers for key account customers (e.g., pricing, operations/capacity planning)
• Committed to eliminating waste in sales processes driving for sales process effectiveness.
• Establishes clear “tone at the top” related to OC values, safety, business ethics and the law, and financial controls.

Metrics

• Financial performance to plan and prior year (e.g. pricing)
• Financial performance versus market conditions
• Continuous improvement and realization of non-financial goals:
  • Safety
  • Market share
  • Key Growth Account performance metrics
  • Business conduct

 MINIMUM QUALIFICATIONS:

• Bachelor’s Degree required
• Previous commercial experience; 5- 7 years

PREFERRED EXPERIENCE:

• Previous key account management experience
• Executive presentation and communication experience

KNOWLEDGE, SKILLS & ABILITIES:

• Executive presence and ability to communicate at executive level
• Competitively Drives Results
• Negotiating
• Key Account Management
• Knowledge of Product Line
• Strategic Sales Planning
• Business Acumen and Orientation
• Models Resilience
• Creates an Inclusive Environment
• Learns from Reflection
• Embodies a Growth Mindset
• Generates Diverse Ideas to Solve Customer Problems
• Managing multiple priorities
• Value selling

#LI-TF1
#LI-Remote